Category Archives: Productivity

Friend + colleague Anthony Iannarino notes that Reps can never produce results without activity, but they never produce results unless activities generate positive outcomes. He goes on to suggest that most salespeople fail because they take too little action or … Continue reading

Posted in Conversations, Craftsmanship, Learning, Metrics, Productivity, Results, Return on Effort | Tagged , , , , , | Leave a comment

A South African colleague recently described to me the main difference he saw between B2B sales in South Africa vs. North America: the ‘politely impolite’ buyer in North America. In his view, buyers in North America won’t say no for … Continue reading

Posted in Conversations, Productivity, Return on Effort, Sales coaching | Tagged , , , , , , , | Leave a comment

In his new book, Hooked on Customers, Bob Thompson offers many practical pointers on what it takes to be exceptionally customer-centric, and why it matters. He shows why the best strategies are value creating, by design, for customers; and why … Continue reading

Posted in Change management, Craftsmanship, Learning, Metrics, Process, Productivity, Results, Sales coaching | Tagged , , , , | Leave a comment

Jill Konrath’s perspectives on selling with impact are always worth noting. In an on-line interview, a few years ago, she was asked: ‘what’s the one thing Reps need to do more of to be successful.’ Her answer: ‘think’. She had … Continue reading

Posted in Craftsmanship, Curiosity, Learning, Productivity, Return on Effort, Sales coaching | Tagged , , , , , , , | Leave a comment

A recent Harvard Business Review article summarizes 6 lessons businesses can learn from the greatest comeback in sports history. These lessons speak to the business value of ‘performing with speed’ by ‘learning at speed’. The takeaways for B2B sales teams: … Continue reading

Posted in Change management, Curiosity, Learning, Metrics, Productivity, Results, Sales coaching | Tagged , , , , , , | Leave a comment

Research shows it takes 10,000 hours of practice done over roughly 10 years to achieve the pinnacle of performance: craftsmanship. However, research also shows it can take a lot less than that to learn the basics.¬†Josh Kaufman, author of The … Continue reading

Posted in Craftsmanship, Learning, Productivity, Results, Sales coaching, Training | Tagged , , , , , | Leave a comment

In this latest interview, Joe Galvin, EVP, Miller Heiman Research Institute suggests top sales organizations will increasingly get to top performance by operating with a higher level of transparency. They’ll have a sharper, faster, read than others on how sales … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Learning, Metrics, Productivity, Results, Return on Effort, Sales coaching | Tagged , , , , , , , , , | Leave a comment

Joe Galvin, EVP, leads the Miller Heiman Research Institute. It provides research-based thought leadership to the Miller Heiman customer community on B2B sales performance. In this interview, Joe offers his perspectives on how auto-analytics enable more effective sales coaching. Joe … Continue reading

Posted in Change management, Craftsmanship, Metrics, Productivity, Results, Return on Effort, Sales coaching, Training | Tagged , , , , , , , , , | Leave a comment